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LESSON 9 - Another Script

Housing Questions

 

Try to ask about 3-4 of these questions, followed with a couple of Situational Questions. Stay on Situational Questions until you find a need to ease the process. If you sense tension, return to Housing Questions.

Note: If at any point they seem to be rambling on, you must stop them by adding a different question. *Attempt to maintain control in an inquisitive manner.

  1. I was hoping to get a little more information about your house. May I ask, do you know the approximate square footage? 
  2. Could you tell me about any significant updates?
  • carpet
  • bath(s)
  • kitchen 
  • basement 
  • siding 
  • deck 
  • other: _______________________
  1. Could you describe the backyard? Fencing? What does the yard back to?

______________________________________________________________________

  1. What is the kitchen like? 
  • new cabinets
  • new floor 
  • vaulted
  • other:________________________
  1. Is the lower level finished?
  • yes 
  • no
  • Is there a walk-out? ______________
  1. What is the age of the roof? __________ Furnace? _________   A/C? ____________
  2. If you were to be staying 2-3 years, are there any particular improvements you feel would be necessary? 
  • carpet
  • paint 
  • other? _______
  1. What do you feel are the home’s most appealing features? ______________________________________________________________________
  2. Do you have an ideal move date?
  • no 
  • yes: Say, perhaps in the next few months or so?

______________________________________________________________________

Situational Questions

 

Are you working with Agents? 

  • no  
  • yes, ___________________

 

Have you established a rate?

  • no  
  • yes, ___________________

I’m curious, why did you decide to go By Owner? Did you have a bad experience?

  • no
  • yes, ___________________

Is the commission the only reason you didn’t list? 

  • no  
  • yes, ___________________

Have you sold on your own before? 

  • no 
  • yes, ___________________

Where will you go when you move? ______________________________________
– or ask –

Have you found a new home yet? 

  • no  
  • yes, ___________________ 

Was this house previously listed with a REALTOR?

  • no  
  • yes, ___________________

a. How did you arrive at your price? Was it an appraisal, an agent, or some other method?

  • agent  
  • appraisal 
  • other: ___________

How long have you been ‘By Owner’? _______________________________________
How was your activity last week? ___________________________________________
How many total people have seen your home? ________________________________

a. Is most of your traffic from Open House, Ads or Sign Callers?

  • Open House  
  • Ads  
  • Sign Callers

Has most of your traffic been Local or Relo? – We call out-of-towners ‘Rabbits’ and Locals ‘Turtles’. How are you planning on finding them, other than newspaper ads and signs? ____________________________________________________________________________

Have you contacted any Relo companies? ____________________________________________________________________________

What feedback have you gotten from Buyers regarding Price/Condition? ____________________________________________________________________________

Are you signing people in? The reason I ask is, besides safety, to see if you’re building a prospect list.

  • no 
  • yes, ____________

Out of curiosity, I know you’ve been on the market for a while, but have you received any offers yet?

  • no  
  • yes

Why do you feel your home has not sold? ______________________________________________________________________

If you haven’t sold in a month or two, what will you do? __________________________

Will you consider listing (or interviewing) with an Agent? _________________________
I wouldn’t want to step on any toes. Why didn’t you list with this Agent?

a. If you were talking with Agents, do you have, say, 2-3 characteristics or criteria you’d use for a hiring decision, other than simply to get it sold?

  • no  
  • yes

Just out of curiosity, is there any particular circumstance you would find yourself receptive to, or intending to interview or hire Agents?

  • no  
  • yes

a. Would you mind if I came to view your house?

  • no, I don’t mind 
  • yes

Might you be receptive to my doing a walk-thru of your house and then sitting down to share my market evaluation with you and show how you or I could defend your home’s value?

TYPICAL RESPONSE: “I just want to stay ’By Owner’ for a while to see if I have any luck.”